In this role, you have the opportunity to
This Senior Field Marketing and Market Support Manager will focus specifically on Philips MTS Solution in North America. Philips’ MTS delivers critical equipment management services and solutions for Long Term Strategic Partners. Specifically, this role will bring to market and support the Philips MTS offerings in North America as the solutions progresses through the NBX process.
You are responsible for
Key responsibilities include sales and driving market share and profit potential of the Business Innovation Units’ (BIU) products/solutions/services. The primary responsibility of this role is to navigate the solutions through the NBX process to scale buy a understanding and anticipate customers’ needs and strategically positioning products/solutions to generate leads for the field (Market-to-Order). He/she enables the BIU to act on market specific customer insights and competitor strategies as inputs into product/solutions’ roadmap (features and economic benefits). Additionally, in order to help clear a path to order entry this role requires systematic collaboration between various field sales channels, service and consulting channels, marketing communications and upstream solution marketing. Ensure that all relevant business and market segment strategies and programs are in alignment with the goals of Philips Healthcare North America.
Collaborate across markets and business groups to leverage market solutions
Define and execute channel strategies for MTS offerings
Generate demand in new and existing markets
Drive, plan and execute the market segmentation in NA
Identify cross-sell, up-sell, and service sales in existing installed base to address customer needs
Identify new customer leads, based on customer scan, competitive intelligence, and understanding of market needs
Ensure successful hand-off of leads to campaign management/sales performance center for qualification
Conduct lead generation and management analytics to continuously improve sources of lead generation (e.g., prioritize trade shows based on lead success rate)
Shape and develop markets
Manage relationships with North American key opinion leaders to support key trade shows, user meetings and product symposia.
Identify and manage luminary/reference accounts, in collaboration with BIU marketing and sales; Coordinate luminary presentations
Manage relationships with key analyst groups and other professional societies to drive solution awareness and preference.
Manage user groups, support BIU for Beta/field test support and first of kind account readiness and engagement.
Help identify and manage relationships with local KOLs, societies, alliances, sponsors, advisory boards, in collaboration with BU marketing and sales
Manage and drive campaigns in respective geographies to promote products and solutions
Identify campaigns best suited to achieve product managers’ objectives for target customer segments that are in line with Philips and PHC branding and positioning
Prioritize and contribute to key NA events to drive preference and demand generation especially via digital marketing strategies.
Design campaigns across lifecycle of products (NPI, end of life) to drive profitable growth
Select third-party vendors and negotiate contracts to execute campaigns
Tailor messaging to local markets
Ensure compliance of local marketing materials with regulatory requirements (Q&R review)
Serve as a local market subject matter expert on the customer needs, value proposition and offering for MTS, including maintaining a comprehensive understanding of Philips MTS product, services, adjacencies and 3rd party partner portfolios
Gather local market and customer insights, and feed information back to BIU/BG Marketing.
Understand BIU marketing customer segmentation and value proposition, provide feedback on how to tailor to meet specific market needs
Identify sub-segments of customers in local market, and codify their needs, and tailor existing value proposition (if needed)
Identify and synthesize local market trends, based on customer and stakeholder interactions; share synthesis with BIU/BG Marketing
Build strategies for beating competitors—profitably—with effective use of competitive intelligence, based on customer and event interactions; Share synthesis with BIU/BG marketing
Support Product Managers in the launch/introduction of new solutions and enhancements developed by the BG to the local market
Define and implement launch strategy for local market including any required localization of positioning, messaging to priority target segments, new segment development initiatives (e.g., customer education seminars, customer presentations, local development and management of luminaries and clinical advocates, development and management of reference sites.
Drive Business-Market Combination (BMC) business planning, in coordination with finance, sales, service, and BIU functions
Support Product Managers (PMs) in setting and adjusting local prices to maximize value capture
Provide local market intelligence to assist PMs in setting price corridors and guidance for local discounting
Conduct price realization analytics and pro-actively report and escalate issues in value capture (i.e., excessive discount due to competitive threat) to the PMs and the Markets for immediate action
Implement and execute Market-to-Order processes, systems and communications to clear a path for order entry.
Including support the NA sales channels with day to day and account opportunity engagement.
Plan and execute sales and service training plans.
BG Market Intelligence Analysts
Regional Sales Leaders
Sales Account Executives & Managers – various channels
Marketing communications managers
Competitive and entrepreneurial mind-set to drive sales growth in new and existing markets and segments.
Positive outlook with proven communication skills and ability to influence colleagues (sales, service, marketing communications and business unit product management colleagues) and customers. Able to create strong key opinion leader and reference site relationships and success stories.
Ability to work in a hands-on collaborative fashion with many different disciplines both inside and outside of the company; proven eexperience working across organizational boundaries, as well as working in a global organization across various cultures and departments desired.
Collaborative mindset to work with cross-section of sales, marketing, and analytics resources to develop solution-oriented sales development programs.
Ability to collect and synthesize local market trends and competitive intelligence into actionable input for the BIU/BG marketing teams.
Able to build and structure detailed marketing plans and in-market strategic initiatives.
Able to engage and support various channels: IDN executives, account managers, integrated IT solution and “stand-alone” imaging systems channels.
Strong command of Microsoft Office Suite, including MS Excel, Access, PowerPoint, SharePoint, Salesforce.com
You are a part of
This role will report to the Senior Director of Solutions Marketing in North America (NA).
To succeed in this role, you should have the following skills and experience
10+ years of experience in marketing and/or sales roles ideally within healthcare
Management consulting experience preferred
Strong analytical aptitude. Ideally possessing six sigma, process excellence experience and skills.
Experience in radiology, cardiovascular or other clinical services lines preferred. Robust knowledge of workflow on a departmental and clinical level desired.
Sales volume and sales growth
Time to market
In return, we offer you
A path towards your most rewarding career. We believe that we are at our best as a company when you are at yours as a person. Thus, we offer competitive health benefits, a flexible work schedule and access to local well-being focused activities.
Why should you join Philips?
Working at Philips is more than a job. It’s a calling to create a healthier society through meaningful work, focused on improving 3 billion lives a year by delivering innovative solutions across the health continuum at http://www.philips.com/b-dam/corporate/corporateblog/2016/PhilipsChronicDisease_5.jpg . Our people experience a variety of unexpected moments when their lives and careers come together in meaningful ways. Learn more by watching this video .
To find out more about what it’s like working for Philips at a personal level, visit the Working at Philips page at http://www.philips.com/a-w/careers/healthtech/working-at-philips/working-at-philips.html on our career website, where you can read stories from our employee blog at http://www.usa.philips.com/a-w/our-people/life-at-philips.html . Once there, you can also learn about our recruitment process at http://www.philips.com/a-w/careers/healthtech.html , or find answers to some of the frequently asked questions at http://www.philips.com/a-w/careers/healthtech/faq.html .
It is the policy of Philips to provide equal employment and advancement opportunities to all colleagues and applicants for employment without regard to age, color, citizenship, disability or perceived disability, ethnicity, gender, gender identity or expression, genetic information, marital or domestic partner status, military or veteran status, national origin, pregnancy/childbirth, race, religion, sexual orientation, or any other category protected by federal, state and/or local laws. Philips is an equal employment opportunity and affirmative action employer Disability/Veteran.
As an equal opportunity employer, Philips is committed to a diverse workforce. In order to ensure reasonable accommodation for individuals protected by Section 503 of the Rehabilitation Act of 1973, the Vietnam Veterans' Readjustment Act of 1974, and Title I of the Americans with Disabilities Act of 1990, applicants that require accommodation in the job application process may contact 888-367-7223, option 5, for assistance.